UPS - La Vergne, TN
posted 4 days ago
About the position
This position develops new/existing business relationships in the Small to Medium size Business market (SMB). The incumbent drives revenue growth through strategic, customer focused selling. This role will identify, position, and expand opportunities for all UPS Global Freight Forwarding products/services. This position will produce revenue growth by identifying key decision makers, coordinating customer meetings, and developing comprehensive logistics solutions for the UPS Enterprise. The incumbent promotes internal business relationships and identifies opportunities for sharing business leads and joint account support. This role seeks to attain a comprehensive understanding of their customers' supply chain, leading to new business and developing relationships with C-level decision makers. The incumbent will also be responsible for training customers on various technology platforms to ensure accurate billing, pricing, and other UPS services are delivered.
Responsibilities
- Penetrates existing account base to better understand full supply chain, leading to new business opportunities and key decision maker relationships
- Coordinates customer meetings with decision-makers to identify needs over wants, determine areas of opportunity, and develops sales strategies to win new business
- Identifies areas of churn to develop strategies for winning back business
- Prospects and hunts for new business through various customer opportunity identification methods including published data, industry guides, referrals and territory management
- Targets customer opportunities that exceed five hundred thousand dollars in total opportunity revenue annually
- Engages with the customer to identify areas of need while creating value throughout the sales process
- Facilitates customer entertainment to develop and solidify relationships with preferred customers
- Collaborates with Operations to establish standard operating procedures for meeting customer expectations
- Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities
- Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented
- Plans Quarterly Business Reviews (QBR's) with customers to review business trends and UPS time and transit performance
- Participates in joint customer calls with peers and counterparts to promote UPS products/services
- Attends functional meetings with sales counterparts to promote enterprise selling
- Identifies account decliners/gainers to develop strategies for winning back business and promoting future growth
- Uses state of the art Customer Relations Management software (CRM) to develop strategic plans for customer growth and development
Requirements
- Demonstrates ability to conduct research and develop territory sales plans and possesses organization/strategic planning skills
- Proficient with Microsoft Office Products (Word, Excel, Access, and Outlook)
- Minimum 3 years of experience in successful territory management
- Minimum 3 years of sales experience
- Business-to-Business or Business-to-Consumer sales experience, or UPS management or customer facing role experience
- Bachelor's Degree (or internationally comparable degree) in Business, Marketing or related field
- Minimum 3 years of Freight Forwarding sales experience
